Account Executive

About the Role

Panzura is seeking Exuberant Account Executives to help our organization continue to expand. These aggressive sales professionals will be responsible for winning new customer logos within Fortune 2000 accounts. The ideal candidate brings experience in selling Software, Storage and/or Cloud solutions with various Alliance & Channel Partners.

Responsibilities

• Execute successful sales campaigns from inbound leads, present Panzura solutions, overcome objections, negotiate and close sales in partnership with a Sales Engineer
• Be good on your feet and know your brief; deliver stunning presentations
• Maintain full fluency in Panzura's products & services and how they are sold to deliver value in the marketplace
• Maintain a high-level of daily activity including in-person customer/partner calls, meetings and pipeline generation
• Abide by the Challenger Sales approach; there is no status quo at Panzura
• Drive sales campaigns from Lead Generation through Close
• Accurately forecast and track deals as they progress through sales stages (using HubSpot)
• Collaborate with Channel, Field & Marketing teams to build your business
• Identify and build relationships with key business/project leaders and develop champions within accounts
• Be willing to travel ~50% of the time to customer meetings (territories span multiple states, in some cases five or more)
• Create modern sales proposals, identify customer needs, and desired outcomes; perform TCO analysis and competitive compares

Requirements

• 3-5 years of related experience
• Technical sales acumen
• Understand the Art and Science of Selling
• Bachelor's Degree preferred
• Knowledge of the AEC Market a plus
• Sales Engineers interested in making the leap into a true "hunter" Account Executive role — including pipeline generation, territory ownership, and quota attainment — are encouraged to apply

Qualifications

• Attention to detail — taking responsibility for a thorough and detailed method of working
• Conceptual thinking — understanding a given situation or problem by combining information that is readily available; identifying patterns or connections between situations that are not obviously related; identifying key or underlying issues in complex situations
• Financial awareness — actively seeking opportunities to optimize financial costs and investments when making decisions that have a financial implication
• Strategic planning — having the ability to put things in context and think broadly; involves consideration and understanding of future business needs within a changing (external) environment (social, political, economic and related industries, and technology), how process, methods, and resource requirements might be affected by future trends and developments, and developing long-term goals and strategies extending over a significant time span (i.e. 3-5 years)